Overcoming sales objections can be challenging. I get it. An important fact to remember is that if a buyer is discussing an objection with you, then it is not a deal-breaker, it is a deal pauser!

It would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. The reality is a majority of customers will have to think about it. How can you tip the scale in your favor here? I’ll share three ideas to help you close more sales.

The opportunities sales prospecting provides are phenomenal for those willing to lean into it. Unfortunately, for too many salespeople, their comfort addiction kicks in and they rarely realize the true advantages of prospecting.

When I am out in the field coaching salespeople or watching video shops, I often come across common mistakes that salespeople make when closing the sale. I get that there are reasons people don’t buy that have nothing to do with our delivery or mindset, but I teach salespeople to focus on the things they can control.

Here’s my question for you. Do you believe that you’re entitled to your fair share? Or do you want more than your fair share?

I’m talking about asking ourselves if our time is consistent with our priorities. If something is very important to you are you able to prove it with your time? Does your calendar show it?

I always wanted to have “the” answer. More specifically, I wanted a “silver bullet” that would magically solve my customer’s sales objections.

If I were to request that you describe your sales process in detail, could you do it? I mean, if I gave you enough time, could you write out your sales process step by step? Could you show me precisely what sales excellence looks like in written form?

If you subscribe to the feature/benefit sales process, I challenge you to look at it from a different perspective. Wait, not a different perspective. I challenge you to look at it from the perspective that matters most: Your Customer’s Perspective.

In the Mutual Purpose Technique, we are describing the benefits of the solution before we even present the solution. The objective here is to describe how that problem will be solved in advance and then gain agreement on the solution before you begin your demonstration.